Senior Key Account Manager - Nordics

The Estée Lauder Companies Inc.; København; Hybrid; DKK 900,000 - 1,200,000; Full time

Benefits offered by this job

Health insurance

Hybrid working

30 days off per year

Staff discounts on products

ERGs & global networks

Career development opportunities

Job summary

The Estée Lauder Companies Inc. seeks a Senior Key Account Manager (Nordics) to co-lead the Nordic KAM team in Denmark & Sweden, reporting to the Commercial Director. You will guide a talented team and maintain direct responsibility for key accounts across channels and brands.

You are a proven leader with at least 8 years in KAM, strong negotiation and multi-brand management capabilities, and fluency in English plus a Nordic language. Hybrid work in Copenhagen or Stockholm is offered.

Qualifications

• Minimum 8 years of Key Account Management experience with target setting and negotiations.
• Proven leadership in team development, strategy alignment and people management under pressure.
• Strong sales and commercial background, premium/ prestige brands experience preferred.
• Experience managing multi-brand, multi-channel, multi-country operations.
• Excellent analytical and organizational capabilities.
• Proficiency in Excel and BI systems, SAP a plus.

Responsibilities

• Jointly lead and coach the Nordic KAM team across Denmark & Sweden.
• Drive monthly net sales performance and Gross-to-Net forecasting.
• Build and execute strategic retailer plans across markets, channels and brands.
• Lead internal processes to improve efficiency and cross-functional alignment.
• Maintain direct KAM responsibility for 1-2 retailers.
• Ensure excellence in Net Sales and Retailer NPS targets.
• Build strong relationships with key retail partners and internal stakeholders.

Skills

Key Account Management

Leadership

Negotiations

People management

Analytical skills

Excel

BI systems

SAP

English fluent

Nordic languages

Tools

Excel

BI systems

SAP

Job description

Lead and Shape the Nordic KAM Team

Do you have a strong track record in Key Account Management, delivering outstanding business results in a competitive and fast-paced environment? Are you a proven team builder and talent developer with a passion for the luxury beauty industry?

We are looking for a Senior Key Account Manager (Nordics) to jointly lead our Nordic KAM team alongside another Senior KAM. This is a unique opportunity to share responsibility for driving commercial performance, strengthening retailer partnerships, and shaping the future of KAM leadership across the Nordics for one of the world’s most prestigious beauty companies.

Estée Lauder Companies at a glance

The Estée Lauder Companies Inc. is one of the world’s leading manufacturers, marketers, and sellers of quality skin care, makeup, fragrance, and hair care products. The company’s products are sold in approximately 150 countries and territories under brand names including: Estée Lauder, Aramis, Clinique, Lab Series, Origins, MAC, La Mer, Bobbi Brown, Aveda, Jo Malone London, Bumble and bumble, Darphin Paris, TOM FORD BEAUTY, AERIN Beauty, Le Labo, Editions de Parfums Frédéric Malle, KILIAN PARIS, Too Faced, Dr.Jart+, and the DECIEM family of brands, including The Ordinary and NIOD.

About The Role

As a Senior Key Account Manager, you will jointly lead the Nordic KAM team in Denmark & Sweden alongside another Senior KAM. Together, you will guide a talented team of Key Account Managers, KAM Coordinators, and Student Assistants, reporting to the Commercial Director.

You will combine strategic leadership with hands-on account management, ensuring commercial excellence while coaching and inspiring your team. Your leadership will drive collaboration across markets, channels, and brands, and you will maintain direct responsibility for selected Key Accounts.

Key Responsibilities

• Jointly lead and coach the Nordic KAM team, fostering collaboration and alignment across borders and retailers.
• Drive monthly net sales performance and forecasting, including Gross-to-Net financial management.
• Build and execute strategic retailer plans that maximize growth across markets, channels, and brands.
• Lead and optimize internal processes and workflows to enhance efficiency and cross-functional alignment.
• Maintain direct Key Account Management responsibility for 1-2 retailers.
• Ensure excellence in commercial performance, focusing on Net Sales, Gross-to-Net targets, and Retailer NPS.
• Build strong, trust-based relationships with key retail partners and internal stakeholders.

Your Qualifications

• Minimum 8 years of Key Account Management experience, with a proven track record in setting and exceeding sales targets, developing trade plans, and leading negotiations.
• Proven leadership experience, including team development, strategy alignment, and people management under pressure.
• Strong sales and commercial background, ideally within premium or prestige brands or consumer goods.
• Experience managing multi-brand, multi-channel, and multi-country operations.
• Skilled in project management, with the ability to define needs and drive process improvements within a complex, matrix organization.
• Excellent analytical and organizational capabilities.
• Proficiency in Excel and BI systems (experience with SAP is a plus).
• Fluent in English and at least one Nordic language.

Who You Are

You are a charismatic, collaborative, and inspiring leader who thrives on developing people, driving results, and fostering a high-performing team culture. You lead with integrity, positivity, and adaptability - balancing commercial focus with talent development.

You are data-driven, strategic, and hands-on, capable of influencing across teams, markets, and countries. You embrace collaboration and enjoy sharing responsibility to achieve the best business outcomes.

What We Offer

This is a strategic role within our Nordic organization, giving you the opportunity to shape the future of Key Account Management and have a tangible impact on our growth and success. You will join a passionate Commercial team and being located either at our Nordic head office in Carlsberg Byen or in our Swedish Office in Central Stockholm, with a hybrid working model that supports both collaboration and focus time.

• Attractive and competitive compensation, including comprehensive health insurance benefits.
• Hybrid working - according to policy
• Generous vacation with 30 days off per year to recharge.
• Dynamic and social office culture with a variety of events and team activities.
• Access to global networks and Employee Resource Groups (ERGs) for professional growth and collaboration.
• Exclusive staff discounts on our world-renowned products.

Inclusion, Diversity & Equity in the core of everything we do

Estee Lauder Companies is an equal opportunities employer. We positively encourage applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity.

We are looking forward to hearing from you!